A False Positive When Selling

“Wait until you hear what they think is a legitimate – a hot! – lead. It will make you sick,” she said.

And it did.

When a prospect says, “Sure, send me more info” that is not a HOT lead.

If you’re going to report at tomorrow’s sales meeting that you have a hot lead, that means that your questions have ensured that they have entered your sales funnel, that they are interested in creating additional ROI by working with you, and that you can help them to create more success and happiness than if they went/chose somewhere/something else.

Having the right questions – insight-based thoughtful questions – to ensure your prospects see you thinking as a trusted partner – an advocate who will help them achieve success, will ensure that you are not reporting a false positive.